Sales Negotiations and Persuasion Techniques

Category:

Description

Many assume that selling happens within a framework of routine exchange, with established processes and fixed procedures. However, when people engage to alter or enhance the relationship, it marks the beginning of either negotiation or persuasion.

Both negotiation and persuasion rely heavily on the communication skills of those involved, and like all professional sales abilities, these skills require continuous development. Negotiation and persuasion can be learned, honed, and refined through dedicated training and lifelong practice.

This interactive workshop equips participants with the language and strategies used by successful negotiators and power persuaders. By focusing on practical skills and real-world techniques, the programme empowers participants to unlock their potential as effective negotiators and persuasive communicators, enabling them to approach every interaction with leadership and confidence.

This course is HRD Corp (HRDC / HRDF) claimable. 

Additional information

Mode

Physical, 2-days
In-House

✓

Course Details

Learning Outcomes

  • Understand The Principles of Sales Negotiation and Persuasion
  • Know The Essential Sales Negotiation Rules and Persuasion Process
  • Identify and Respond To Customers’ Negotiation Tactics Professionally
  • Effectively Manage Challenging Sales Situations Through Negotiation and Persuasion
  • Develop The Essential Negotiation Skills and Persuasion Techniques
  • Identify and Use The Right Sales Negotiation or Persuasion Strategy to Influence Customers

Methodology 

This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussions, situational analysis, exercises and participants’ presentations.

Course Outline

Day 1

  • Mindset and Skillset Required For Negotiation and Persuasion
  • Characteristics that Work Against Meeting of Minds
  • Rules and Principles of Negotiation and Persuasion Process
  • Recognise the Differences in the Approach to Persuasion and Negotiation
  • Identify Core Skills Required for Effective Negotiation and Persuasion
  • Knowledge, Skills, Attitude and Behaviours Required when Negotiating or Persuading
  • Influence of the Different Types of Powers In The Persuasion and Negotiation Process
  • Use The Right Approach By Recognising Customers Needs and Expectations

Day 2

  • Establishing Best Positions – Competitive and Cooperative Tactics
  • The function of Questions in the Negotiation and Persuasion Process
  • Managing Situations When Customers Don’t Play By the Rules
  • Strategies and Counter Strategies to Managing Customers Manoeuvres
  • The Role of Culture and Communication Styles In the Negotiation or Persuasion Process
  • Don’t Scarp the Barrel- Know the Value Before Engaging in the Negotiation or Persuasion
  • Choosing The Right Sales Negotiation Strategy in Managing Difficult Situations And Ploys
  • Checklist for Negotiation and Persuasion – Evaluating Successful Outcomes

Related products